ISBNs for selling key accounts

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selling key accounts matches 27 work(s)

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Ideology and Cultural Production

By British Sociological Association

See complete details on each edition (1 edition listed)

Hardcover:

9780312404512 | Palgrave Macmillan, April 1, 1979, cover price $27.50 | also contains Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status

Consultative Selling

Explains how to develop a consultant relationship with top clients, identifies the advantages of this approach, and shows how to create growth strategies, negotiate proposals, generate forecasts, and analyze investments

By MacK Hanan

See complete details on each edition (1 edition listed)

Paperback:

9780814476772 | 3 edition (Amacom Books, March 1, 1987), cover price $10.95 | About this edition: Explains how to develop a consultant relationship with top clients, identifies the advantages of this approach, and shows how to create growth strategies, negotiate proposals, generate forecasts, and analyze investments

The Power of Consultative Selling

By Bryce Webster

See complete details on each edition (2 editions listed)

Hardcover:

9780136859185 | Prentice Hall Direct, May 1, 1987, cover price $21.95

Paperback:

9780136862703 | Prentice Hall Pr, May 1, 1987, cover price $14.00

Successful Market Penetration: How to Shorten the Sales Cycle by Making the First Sale the First Time

Discusses marketing strategy, customer life-cycles, added values, and sales evaluation, and explains how to anticipate a customer's needs

By Mark Hanan

See complete details on each edition (1 edition listed)

Hardcover:

9780814459348 | Amacom Books, October 1, 1987, cover price $16.95 | About this edition: Discusses marketing strategy, customer life-cycles, added values, and sales evaluation, and explains how to anticipate a customer's needs

Key Account Selling

Product Description: Key Account Selling will show you how to grow your business by growing the businesses of your principle customers.

By MacK Hanan

See complete details on each edition (2 editions listed)

Hardcover:

9780814459850 | 2 sub edition (Amacom Books, August 1, 1989), cover price $18.95 | About this edition: Tells how to gain the edge over competitors, discusses high-margin sales and customer continuity, and looks at two-tier selling and effective sales management

Paperback:

9780814478288 | 2 edition (Amacom Books, March 1, 1993), cover price $14.95 | About this edition: Key Account Selling will show you how to grow your business by growing the businesses of your principle customers.

Successful Large Account Management

Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth (view table of contents)

By Stephen E. Heiman and Robert B. Miller

See complete details on each edition (2 editions listed)

Hardcover:

9780805013047 | Henry Holt & Co, June 1, 1991, cover price $27.50 | About this edition: Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

Paperback:

9780446393560 | Reprint edition (Grand Central Pub, May 1, 1992), cover price $14.95 | About this edition: Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

Selling to the Top: David Peoples' Executive Selling Skills

Recommends that salespeople target the key decision-makers in a company, and provides advice on identifying, approaching, and appealing successfully to such individuals (view table of contents)

By David A. Peoples

See complete details on each edition (2 editions listed)

Hardcover:

9780471581048 | John Wiley & Sons Inc, June 16, 1993, cover price $157.95 | About this edition: Recommends that salespeople target the key decision-makers in a company, and provides advice on identifying, approaching, and appealing successfully to such individuals

Paperback:

9780471581055 | John Wiley & Sons Inc, June 1, 1993, cover price $50.00 | About this edition: Recommends that salespeople target the key decision-makers in a company, and provides advice on identifying, approaching, and appealing successfully to such individuals

Manage Globally, Sell Locally: The Art of Strategic Account Management

By A. Lee Blackstone

See complete details on each edition (1 edition listed)

Hardcover:

9780786303304 | Irwin Professional Pub, September 1, 1994, cover price $27.50

Consultative Selling: The Hanan Formula for High -Margin Sales at High Levels

By MacK Hanan

See complete details on each edition (1 edition listed)

Hardcover:

9780814403037 | Amacom Books, September 1, 1995, cover price $24.95

Managing Major Accounts: Shaping and Exploring Your Firm's Tangible Assets

By Chris Steward

See complete details on each edition (1 edition listed)

Paperback:

9780077090692 | McGraw-Hill Book Co Ltd, February 1, 1996, cover price $42.01

Pitch Doctor: Presenting to Win Multi-Million Dollar Accounts

By Neil Flett

See complete details on each edition (1 edition listed)

Hardcover:

9780132574785 | Prentice Hall Direct, October 1, 1996, cover price $29.95

Key Account Management: Learning from Supplier and Customer Perspectives

(view table of contents)

By Chartered Institute of Marketing (corporate author), Malcolm McDonald and Beth Rogers

See complete details on each edition (1 edition listed)

Paperback:

9780750632782 | Butterworth-Heinemann, May 27, 1998, cover price $74.95

Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager

By Terry R. Bacon

See complete details on each edition (2 editions listed)

Hardcover:

9780814404621 | Amacom Books, June 1, 1999, cover price $65.00

Paperback:

9780814410110 | Amacom Books, September 30, 2007, cover price $49.95

Key Account Management: The Route to Profitable : Key Supplier Status

(view table of contents)

By Peter Cheverton

See complete details on each edition (1 edition listed)

Paperback:

9780749430986 | Kogan Page Ltd, April 1, 2000, cover price $27.95

Key Customers: How to Manage Them Profitably

Product Description: Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book in a practical way that can be implemented in all organizations...read more (view table of contents, read Amazon.com's description)

By Malcolm McDonald, Beth Rogers and Diana Woodburn

See complete details on each edition (1 edition listed)

Paperback:

9780750646154 | Butterworth-Heinemann, July 1, 2000, cover price $44.95 | About this edition: Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity.

Key Account Management: A Complete Action Kit of Tools & Techniques for Achieving Profitable Key Supplier Status

(view table of contents)

By Peter Cheverton

See complete details on each edition (2 editions listed)

Paperback:

9780749441692, titled "Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status" | 3 pap/cdr edition (Kogan Page Ltd, March 1, 2004), cover price $55.00

9780749435950 | Pap/cdr edition (Kogan Page Ltd, September 1, 2001), cover price $38.00

The Seven Keys to Managing Strategic Accounts

By Sam Reese, Sallie Sherman and Joseph Sperry

See complete details on each edition (1 edition listed)

Hardcover:

9780071417525 | McGraw-Hill, April 1, 2003, cover price $34.00

Global Account Management

This book defines global account management and how should it be implemented, considering everything from planning and program design, to information, communication and customer relations. A comprehensive guide for both practitioners and

By G. J. Verra

See complete details on each edition (2 editions listed)

Hardcover:

9780415311304 | Routledge, October 1, 2003, cover price $100.00

Paperback:

9780415311311 | Routledge, June 1, 2003, cover price $29.95 | About this edition: This book defines global account management and how should it be implemented, considering everything from planning and program design, to information, communication and customer relations.

The New Successful Large Account Management: Maintaining And Growing Your Most Important Assets -- Your Customers

By Stephen E. Heiman, Robert B. Miller, Patrick Thomas (foreword by) and Tad Tuleja

See complete details on each edition (1 edition listed)

Paperback:

9780446694667 | Rev upd edition (Grand Central Pub, April 20, 2005), cover price $18.00

Key Account Management: A Definitive Guide

By Malcolm McDonald and Diana Woodburn

See complete details on each edition (1 edition listed)

Paperback:

9780750662468 | 2 edition (Butterworth-Heinemann, December 19, 2006), cover price $59.95

Visionary Selling: How to Get to Top Executives-And How to Sell Them When You're There

A sales consultant goes beyond a basic, sell-the-product philosophy to suggest that sales presentations should be based on bottom-line future business results because that is what top company officers are interested in. 20,000 first printing. (view table of contents)

By Barbara Geraghty, Fred Hills and Michael Larsen

See complete details on each edition (1 edition listed)

Hardcover:

9780684839851 | Simon & Schuster, February 1, 1998, cover price $24.00 | About this edition: Suggests that sales presentations should be based on bottom line future business results because that is what top company officers are interested in

Key Account Management in Financial Services: Tools and Techniques for Building Strong Relationships With Major Clients